The factor which dominates as an ingredient for commercial success is relationship management. This is based on developing good communication skills as well as a strong understanding of negotiation theory and practice. Negotiation takes place at all stages of a relationship but becomes particularly crucial when views differ and the parties are required to come together to align views. Negotiation is persuasive communication.
- Managing conflict situations effectively
- Enhancing communication skills and techniques
- Understanding negotiation drivers
- Linking negotiation strategy and personal style
- Understanding legal options in conflict resolution
- Persuasive communication
- Tools for communication
- Good and bad communication
- The TKI framework
- Having a difficult conversation
- Different stages of a disagreement
- The impact of an unresolved dispute
- Negotiating for success
- Different frameworks in theory including (a) the Harvard Negotiation Model, (b) Radpac model. (c) SCARP model.
- Understanding negotiation strategy : the why and the how.
- Using negotiation skill : Getting to Yes
- Legal alternatives to conflict resolution i.e (a) Litigation (b) Arbitration (c) Mediation
- Case study, role plays and practice.
Business Managers, Supply chain, procurement, HR Managers, all managers in a leadership role.
IBA CEE Cancellation Policy for Open Enrollment Programs:
In the event of participant's cancellation, the following schedule will apply:
- 5 days before start of workshop - No cancellation
- Within 4 to 2 days prior to workshop Half program fee forfeiture
- Within 1 day and No Shows - Full program fee forfeiture
Cancellation notification must be made in writing to CEE.
Postponement
Due to any unavoidable circumstances, the workshop may be postponed by the institute. In case of postponement, the institute will refund full fee of the program or the participant may opt to defer his/her registration to the next program.
Substitute
Substitutes will be taken at least 2 days prior to the workshop. Should we be unable to accept your application for any reason, your payment (cheque/draft) will be returned to you.
Deferrals
All registrations deferrals must be requested in writing at least 2 days prior to the workshop. Send a note to the Program Registration Team indicating that you wish to have your registration deferred to another session of the same program within one year. The deposited fee will be carried forward. Please note that only one transfer is permitted. After one year, the deposited fee will be fully forfeited.
Nausheen Ahmad
Atif Rahim Khan
